New Home Sales Negotiating – Pt 2: Defend the Price

So often, when we think about negotiating, we think of it as a win-lose proposition. We don’t want to be on the wrong side of that objective. We can all agree that a win-win is a better outcome, but how would we do that when our customer is hammering away at a price? How can we both end up satisfied with the result?

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The Sales Philosophy for a Tough Market

True sales professionals take advantage of every conversation and advance every sale as far as possible. The prospect might stop the sale for legitimate reasons, but YOU must NEVER stop the sale. YOU must take every sale as far as it will possibly go.

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Delivering Bad News to Your Customer

Delivering bad news is something we all have to do. We don’t have to like doing; I mean, who does? We’ll discuss guidelines to make this easier for you. Be quick, be honest, apologize when you need to and get that customer back on track.

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Why Sales is Tough: Just Showing Up Won’t Cut It

The problem in a prolonged healthy market lies in what I refer to as an “entitlement mentality” from new home sales professionals. This mentality says, “If I show up for work and handle the rush of stuff that comes my way, I’ll get my fair share of sales.” It says, in a nutshell, “The market will come to me.”

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Objections Mastery: The Closing Cycle

In a tough market, there exists this natural tension. The buyer has a choice, and the natural byproduct of choice is that buyers want to take their time. The buying cycle gets longer. Where’s the tension? The more time they spend, the harder it is for them to decide. Long decision cycles are mentally grueling on our customers, and we don’t want that, do we?

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